5+ years of consultative sales experience in Fortune 2000 companies, preferably in SaaS solutions
Successful sales to VP/SVP level executives
Proven track record of exceeding sales quotas, with a history of high six-figure ACV deals
Established network in the industry and with implementation partners
Knowledge of Supply Chain, FP&A, and Workforce Planning processes
Strong opportunity management skills with experience juggling multiple prospects
Relevant degree in Business, Finance, or Economics, or equivalent experience
Responsibilities
Engage with enterprise clients to identify and address business process challenges
Build Anaplan's business value throughout the sales cycle
Present effectively to senior executives, including CFOs and other decision-makers
Manage customer relationships and sales opportunities from start to finish
Utilize Anaplan's value-based selling methods for effective sales forecasting
Identify cross-selling and upselling opportunities within existing accounts
Collaborate with cross-functional teams including sales development, marketing, and customer success
Benefits
Collaborative work environment
Opportunity for personal and professional growth
Ability to influence and drive organizational change
Strong impactful product portfolio
Supportive leadership team
Full Job Description
Anaplan is hiring an ENTERPRISE ACCOUNT EXECUTIVE. In this role, you will take your proven track record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform. Our sales team is helping industry leaders understand the impact of Anaplan products and how our connected planning solution is ending siloed decision-making. You will help our customers achieve their immediate business goals while setting their businesses up for the future.
This role will be a catalyst for Anaplan's continued growth while leading digital transformation. Reporting directly to the Regional Vice President (RVP). You may have up to 15-25 accounts in a defined geographic territory, mostly greenfield accounts with several existing Anaplan customers. This type of territory requires someone to further build our footprint by hunting and locking in new logo accounts as well as rapidly growing opportunities within the current customer base.
Your Impact
Engaging with enterprise clients to identify broken business processes and position Anaplan's unique ability to solve the problem
Build Anaplan's business value throughout the selling engagement.
Conduct highly effective presentations from the Director through SVP and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions
Develop customers and own opportunity management start-to-finish across multiple customer targets and functions
Apply Anaplan's value-based selling methodology and tools to run sales processes and accurately forecast business
Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams
Your Qualifications
5+ years of consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions (but not required)
Shown success selling into Vice President / Senior Vice President buyers
History of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software)
Demonstrated network in your industry territory, with a mix of some customers and implementation partners
Domain understanding (Supply Chain, FP&A, Workforce Planning & Sales) and knowledge of how these functions plan, process work and make decisions
Strong, demonstrated opportunity management practices (e.g. sales process, qualification, executive presentation skills, quote presentation, and negotiation), and ability to balance multiple (3-5) opportunities at once
Business, Finance, Economics, related BS/BA degree or relevant years of experience
Demonstrated experience selling into technology, media, and/or telecommunication accounts
Demonstrated understanding of the pressing business challenges faced by technology, media, and telecommunication organizations today
Preferred Skills
Experience with SFDC, Altify, Marketo, and Engagio a plus
Account Planning experience Altify, MEDPICC, Miller Heiman
About Anaplan
Anaplan is a cloud-based business planning and performance management platform that enables businesses to manage their financial and operational planning processes. The platform provides a range of solutions, including sales performance management, workforce planning, supply chain planning, and financial planning and analysis. Anaplan's platform is designed to be flexible and scalable, allowing businesses to adapt to changing market conditions and business needs. The company was founded in 2006 and is headquartered in San Francisco, California.
